Know whom you will be dealing with after the sale is made. A common practice in large agencies and brokerages is to assign new clients to a CSR based on the alphabet system. That means if your company name begins with the letter “B”, then Sally CSR is now handling your account. If it begins with the letter “R” then Suzy CSR is assigned. In agencies that offer high end client services, members of the team are carefully selected to best match staff skills and specializations with the potential client, and are then introduced to the client and involved in each step of the assessment process. This guarantees the client that all agency staff involved in servicing their company will be completely knowledgeable about your needs and future plans.